The Nearshore Shift: How LATAM Became the Future of Global Staffing | The Nearshore Cafe Podcast

Brian Samson (00:01.639)
Welcome to another episode of the Nearshore Cafe podcast. I’m your host, Brian Sampson. Before we get into this episode, let me thank our sponsor, Plug Technologies, PLUGG.tech, a great way to connect Latin America talent with growing US companies. If you want to know what’s trending right now in the world of staffing, Latin America staffing,

Nearshoring, AI, H1B visas. This is gonna be a great episode for you. We’ve got Evan Greenberg also with our sponsor company, Plug. Evan is the director of Client Solutions. Evan, great to see you again. This is your second time on the show.

Evan Greenberg (00:51.488)
It is. Thanks for having me back.

Brian Samson (00:54.331)
Absolutely. Well, you’re in it. You’re talking to customers all day, prospects all day. You’re reading, you’re right on the front lines. Tell us about 2025. If you could kind of sum up, we’re almost 10 months through the year, kind of sum up what did the staffing industry feel like this year? And then I’ll also get into later.

what you see coming down the road. But let’s just kind of look at the past for a minute. The last 10 months, how would you summarize that?

Evan Greenberg (01:32.652)
Yeah, sure, so…

Definitely feel like there’s a huge shift to Latin America. Again, we hear it every day, every week in terms of companies really being attracted to the talent pool, attracted to time zone overlap. Companies really want people that are gonna stay longer. So…

really attracted to the idea that in Latin America, I feel like people are a little bit more loyal. And, you know, that’s definitely a big thing. I would say there’s a huge shift from companies kind of going from India to Latin America as well, for all different types of jobs, but definitely kind of see that as well.

Brian Samson (02:32.383)
Yeah, I see that too. See, there’s two things that I wanted to hit on a little more. You talked about the loyalty factor and I agree. Tenure seems to be a lot quicker in the US. We’re only a few years removed from quiet quitting. Employees are constantly looking for new things. Also, you know,

unemployment rate is still relatively low in the US. That means that recruiters are constantly working hard, you know, to poach talent. Tell me more about loyalty in Latin America. Like what, what contributes to that? Why are, why is the talent a little bit more loyal than they might be in the States?

Evan Greenberg (03:23.95)
Sure, again, from my conversations, in my experience, it just seems like people are a little more dedicated, super hardworking. Again, we recruit across many different countries, mostly Mexico, Brazil, but yeah, just seeing a lot of…

Just seeing a lot of people kind of just being more loyal than I would say US talent and maybe other places as well. I would say one other thing in terms of kind of trends this year and maybe I’m kind of getting ahead, but I’ll mention it. Kind of the whole like build, operate, transfer model. lot of companies are wanting to secure like office space in

Brian Samson (04:09.417)
Mm-hmm.

Evan Greenberg (04:17.6)
certain countries but they don’t want to handle compliance, payroll and tech setup. That’s becoming more popular. A lot of companies may not want to…

Brian Samson (04:22.921)
Mm-hmm.

Evan Greenberg (04:38.188)
you know, have a huge operation, but they might want an office or something to have an entity and kind of scale up. And that’s actually kind of a new offering for us just because we’ve seen a lot of interest in that area.

Brian Samson (04:54.473)
Yeah, do you see, I mean the optionality, I think of that is really key for companies. Do you see that as more of a larger company request or are small startups looking at that as well?

Evan Greenberg (05:09.41)
Yeah, I think I mean, I think it can be both. We definitely we definitely see a lot of for for larger companies, they may already have an entity or they might have multiple offices in Latin America or in a country for that small medium. You know, they may only have operated in the US maybe UK.

Brian Samson (05:22.964)
Mm-hmm.

Evan Greenberg (05:33.228)
and they want to build out their infrastructure and people in Mexico, for instance. So it might make more sense for them. Obviously firms, bigger companies might have multiple offices in one country. So like I said, they might be more down the path.

Brian Samson (05:51.862)
Yeah, yeah, for sure. And then, you know, we also talked about, you know, we’ve talked about loyalty. We’ve talked about kind of this trend towards nearshoring. But let’s dig into that a little bit more. Are you seeing certain countries that are like more popular than others that are being requested and kind of why, you know, why is that happening?

Evan Greenberg (06:18.638)
Yeah, for, well, not for some reason, but for a good reason. Definitely Mexico and Brazil recently. feel Brazil, I’m going to touch on this a little later. But from Brazil’s perspective, you know, 7 million people speaking English, 150 million internet users, I think more than 16,000 startups.

Brian Samson (06:22.174)
Yeah.

Evan Greenberg (06:47.566)
Obviously, they’re on a great path to being a tech powerhouse if they’re not already. A lot of roles in Brazil are being data, cloud, AI-driven, So I think a lot of that comes from education system. I would say one more thing would be

the fact that companies are definitely kind of looking beyond, let’s just say, India and certain places in Asia and Brazil also being in a similar time zone to East Coast and just the whole US, makes it really attractive.

Brian Samson (07:36.595)
Yeah, yeah. How about, how about for Mexico?

Evan Greenberg (07:40.397)
Yeah, I think for Mexico, similar. Obviously, Mexico City, 25 million people, really good education system, really good university in Monterey as well. Definitely makes for kind of that that near shore kind of hub. Even even in other places in Mexico, seeing a lot of talent, Guadalajara, even in the Yucatan.

in Merida, good talent as well. yeah, think that’s, yeah, we’re also seeing that.

Brian Samson (08:17.877)
Yeah, I wanted to also dive a little bit into something that I think is on the minds of a lot of people, know, as the Trump administration is revising the H-1B posting fee, which is essentially what it is, $3,000 in the past, jumping.

enormous to a hundred thousand dollar each one be posting fee. What does that mean? Like what does that mean for staffing companies? What does that mean for India? What does that mean for Nearshore? Would love to get your take.

Evan Greenberg (08:57.804)
Yeah, know. think it definitely, I think it changes the game for US companies to look elsewhere, right? Where traditionally maybe they’re in India, other countries. I think it definitely opens the floodgates for Latin America because, you know, they can be, you can access talent much quicker, lower cost.

same kind of cultural alignment and time zone, which I already mentioned. And I think it will continue to kind of be a big thing, especially in the AI kind of data front where companies with the boom of AI is just creating more data roles, data engineer, cloud engineer type roles. So I definitely feel like that’s gonna become more prevalent.

Brian Samson (09:27.967)
Mm-hmm.

Brian Samson (09:51.157)
Yeah. Yeah. Well, let’s talk about the conversations you’re having with hiring managers. Uh, you know, first off, it kind of set the stage for us. Are you talking to startups? You’re talking to big companies. Are you talking to engineering leaders, other roles kind of set the scene a little bit for us and then tell us what’s on their mind. You know, what are they thinking about right now?

Evan Greenberg (10:19.95)
Sure. So yeah, I would say it’s a mixture of small to medium, some enterprise as well. But yeah, I would say mostly small to mid market. Yeah, for us, of things that I’m hearing are frustrations when it comes to vetting taking too long, high turnover, project delays, things of that nature.

Brian Samson (10:48.009)
Mm-hmm.

Evan Greenberg (10:49.748)
Even in several cases, heard a head of engineering mentioned that he had a quota on hiring. So again, when you think about that personal impact, it definitely changes the game. So yeah, I mostly speak to CIOs, CTOs, head of engineering types when it comes to software engineering jobs.

Brian Samson (11:17.001)
Yeah, tell us more like what are they worried about? What are they excited about?

Evan Greenberg (11:23.736)
Sure. Yeah, I think the biggest worry is I would say wasted time. almost, yeah, well wasted time in terms of taking away their time from technical projects and kind of critical thinking about the business and having to spend, you know, man hours on recruiting. It’s not something that

Brian Samson (11:39.647)
Hmm?

Evan Greenberg (11:51.565)
maybe a head of engineering wants to spend 10 hours a week doing. So I definitely hear that a lot. I would say in many cases, companies want kind of the ability to like plug and play. So they don’t want

Brian Samson (11:56.618)
Mm-hmm.

Evan Greenberg (12:16.524)
They want someone that can come in that stays, that’s loyal, but that can also mesh with their team. So I definitely have seen that as well. I would say another one, and we kind of already talked about it, but a lot of people are getting frustrated with time zone issues with South Asia.

And I keep mentioning it because it’s probably it’s probably one of the number one things I hear I probably hear it once a week, right so From a from a project standpoint, you know, you’re missing out on hours and hours and hours because of missing line time and That’s definitely a frustration I’d say another one is

Evan Greenberg (13:13.984)
not bad resumes, but resumes that also waste hiring managers’ time. So I’ve seen that be a big one where, again, head of engineering doesn’t want to spend x hours combing resumes and then figuring out that even in some cases, like fake resumes. And so

Brian Samson (13:20.489)
Yeah.

Evan Greenberg (13:41.294)
Having an extra layer to kind of sift through the resumes, save them a lot of time is definitely something that I hear a lot.

Brian Samson (13:49.779)
Yeah. Are you, yeah, I didn’t realize this trend. Tell us more about the fake resumes. Is this because of AI or like what’s going on with this?

Evan Greenberg (14:02.112)
I think so. I honestly, a client complained to me a couple weeks ago about it. And they pretty much said that, you know, people are even if they don’t live in the US, they might say they do. So it’s so it’s wasting time. And then there’s all sorts of, you know, job scams and whatnot. So

Brian Samson (14:17.237)
Mm.

Evan Greenberg (14:26.286)
Again, using a staff log partner like us, we kind of sift through that, just to make it seamless for a hiring manager to bring on talent.

Brian Samson (14:37.013)
Yeah. You know, and I think often companies don’t calculate the cost of their hiring manager’s time very, very, you know, correctly. Um, they might just look at it like the true hourly rate, like their hiring manager makes $150,000 a year. So it’s $75 an hour, but the opportunity costs of that hiring manager directing the team, removing roadblocks.

creating a vision, QAing, dealing with executives. I mean, this is really like a thousand dollar an hour type work, right? That they’re being pulled away from by dealing with fake resumes and all this other stuff. How do you and the rest of the plug team vet out some of the fake resumes, fake candidates to save that thousand dollar an hour time?

Evan Greenberg (15:21.547)
Absolutely.

Evan Greenberg (15:34.86)
Yeah, I think it comes down to attention to detail, understanding the client’s job description, having multiple conversations with us before they even kind of get to the client. So I feel like that definitely, yeah, that definitely fills the gap.

Brian Samson (15:45.333)
Yeah.

Brian Samson (15:52.253)
Yeah, yeah. Creates a much tighter conversion, right, of candidates that interview are much more aligned. So then it just becomes about culture and domain knowledge, not is this person in Sri Lanka, really, but they’re saying that they’re in, you know, Minnesota or Mexico, right? Okay. Okay.

Evan Greenberg (15:56.846)
It does.

Evan Greenberg (16:11.95)
Yep, exactly. And then one other thing, sorry, one other thing I didn’t touch on earlier. One thing I hear a lot and seen a lot recently with small to medium companies, even larger, is just the cost of an engineer in a major city in the US, right? I mean, on average, probably 150 to even 500K a year.

Brian Samson (16:29.781)
He

Brian Samson (16:34.567)
Right. Right.

Evan Greenberg (16:38.65)
in obviously in Latin America it’s much less. But even beyond that, you know, the overall talent in Latin America is super strong with big hubs like we already mentioned kind of Mexico City, Argentina as well and Brazil. So just wanted to mention that as well.

Brian Samson (16:42.004)
Hmm.

Brian Samson (16:54.536)
Mm-hmm.

Brian Samson (17:02.837)
Yeah, yeah, for sure, for sure. Well, I mean, you’ve had a nice success story in the recent months, bringing near shore talent to a client. Tell us more about that. Kind of set the scene. What kind of industry were they in? What kind of size are they? What were they looking to fill and what you did there?

Evan Greenberg (17:26.094)
Yeah, yeah, happy to share one. Of course, I’ll keep the name confidential. yeah, I recently worked with a cloud focused tech firm out of the US West Coast. They were kind of building out their engineering team. So full stack front end and principal engineer.

Some things they were running into were kind of regional hiring blocks, I would say. So they were open to the idea of Nearshore. They were also exploring Europe as well, but ultimately decided with Nearshore. A couple things that kind of stood out for them. Again, they…

you know, or frustrated with some previous outsourcing issues. Most of them kind of communication in time zone, I would say. I would say, I guess another thing was that, you know, lost productivity of, you know, waiting too long to hire somebody.

Brian Samson (18:46.345)
Yeah.

Evan Greenberg (18:47.022)
was definitely affecting them. In terms of the value we brought, in terms of the value, I would say, kind of rapid turnaround. mean, we quickly made them a team of two to three in a matter of weeks, not months.

Another thing that kind of out there

You know, we kind of aligned a job description from the get-go. That was really nice to, you know, not have any issues in terms of misalignment. Just kind of working together there. I would also say, again, some reasons kind of they picked us. Again, it came down to…

They came down to the ability to build a team quick, find really good talent. In this case, we found talent in Brazil.

They’re very cloud centric, like I mentioned. So they were looking for pretty specific kind of technical requirements.

Evan Greenberg (20:19.584)
Again, with plug we don’t we don’t have a bench necessarily. So we go recruit for each for each role. I feel like that stood out because we found you know, several excellent people. I’ll say some other things that kind of stood out were the

Evan Greenberg (20:43.554)
Yeah, just kind of listening to the client, right? For specific traits that they were looking for. You know, some things they were telling me were like, someone that really shows initiative, being able to prioritize system design, you know, other things like that. And just kind of throughout the process, being able to, you know, find the right people for them and

Make them happy with that.

Brian Samson (21:16.117)
There’s something that I wanted to dive deeper into what you just said. And that was they wanted engineers that showed the initiative. And I think maybe a common misnomer is, you know, engineers in the U S kind of have the sense of urgency, their self starters. Once they kind of build the, build an architect, the code base, then you throw it over the wall to people to like maintain it. Right. And.

But maybe that’s not correct. Companies are able to get self-starter, innovative engineers that can build things from Latin America. Tell us about that perception and, know, myth versus reality.

Evan Greenberg (22:02.966)
Yeah, I think in this case, I think in this case, it was interesting because they actually ended up going with or they actually ended up picking engineers that were, I would say, you know, pretty young, right? But they were young, but they were self starters showed that initiative, serious about their work. And I feel like that was something that they really valued, right? So

Again, you know, lot of companies may have, you know, 10 years on a JD, but I feel like, you know, in this case, they really they really knew what they were looking for. And we’re open to, you know, really good young talent.

Brian Samson (22:53.107)
Yeah, okay, okay, good. All right, well, let’s talk more about AI. It’s on everybody’s mind. It’s not a new thing anymore. know, companies are using it. And they want to stay, they want to stay current or maybe even ahead. What are they doing?

to make sure they’ve got the resources, they’ve got the talent, and how does Nearshoring play into this arms race for AI?

Evan Greenberg (23:27.99)
Yeah, no, I think it plays a major role. Everyone’s probably seen the open AI investment recently in Argentina, the 25 billion. I think that will only kind of increase the awareness of AI and kind of data jobs kind of moving to Latin America. I also think

with the boom of AI and I kind of mentioned this earlier, it’s leading to a lot of kind of new titles. So like prompt engineer even, there’s all sorts of new titles kind of spitting off from AI. I feel like…

Brian Samson (24:09.94)
Yeah.

Evan Greenberg (24:15.83)
Yeah, I mean, we see it every week in terms of, you know, I need an AI engineer, I need a data engineer. We’re also seeing, you know, lot of interest in, you know, Databricks, Snowflake type roles as well. And that also comes from kind of…

AI boom and just kind of more data, more eyes on it. But yeah, with the AI boom, definitely feel like it’s obviously it does take a lot of jobs, but it also creates a lot of jobs.

Brian Samson (24:41.651)
Yeah.

Brian Samson (24:49.245)
Yeah, yeah. As we talked about, Evan, you’re a returning guest on the show. Last time we really dug into, you’re a world traveler. You’ve been to a lot of different places. Is there any place that we didn’t get into last time you were here that you’d like to share more to the listeners and maybe drive some interest over there?

Evan Greenberg (25:14.166)
Yeah, there definitely is. So I don’t I don’t think I touched on this last time we did talk about several countries and cities and whatnot. I wanted to talk about Oaxaca actually. So I went to Oaxaca a couple years back before I had a baby. And it was kind of funny how we stumbled upon it but our

We were supposed to go to Mexico City and it was during COVID and obviously everything shut down. Well, the hotel that I was supposed to go to shut down and opened up in Oaxaca. So I had this credit that I had to use like in a two year timeframe or something, right? But then I started doing more digging on Oaxaca and you know, I’m really into food, culture, fan of mezcal. So…

Brian Samson (25:44.947)
Right.

Brian Samson (26:06.335)
Yeah.

Evan Greenberg (26:08.598)
We went to Oaxaca, right? We went to Oaxaca City. I just think it’s a really underappreciated place. think Oaxaca in general has, they speak like, I think they have 16 different like indigenous groups in Oaxaca, which is pretty interesting. I thought the food culture was amazing. When we landed, I mean, I almost felt like…

We were in like a huge, huge city, but it was really Oaxaca city and it wasn’t that big. I almost felt like I was in like a Miami bar, but I was in Oaxaca city. So yeah, I definitely, definitely recommend Oaxaca for anyone thinking about travel, you know, outside of Mexico city or Cancun. Just a great place, really good, really good coffee as well. But yeah, I just wanted to, wanted to share that.

Brian Samson (27:01.651)
Okay, cool, cool. Well, hopefully that inspires some people, maybe myself to go check it out. Any final thoughts, notes that we didn’t touch on in the show that you want our listeners to know before we wrap up?

Evan Greenberg (27:10.272)
I do, yep, I do recommend it.

Evan Greenberg (27:24.878)
I think we touched on a lot. again, there’s a huge surge of business kind of moving to Latin America. I I’ve seen it like in my family. My wife works at Lenovo, big computer company. They’ve had teams in Costa Rica for years, mostly on the sales side.

But even HubSpot, they’ve had teams of customer success managers, salespeople in Columbia for a number of years as well. So I think it’s no, I think it’s no, I think it’s no surprise that companies are moving to Latin America. And I do think we’ll see more of that moving into next year.

Brian Samson (28:17.397)
Good stuff. Well, Evan, thanks so much for your time here on the show. Summarizing trends, reviewing this 2025, looking ahead, some really great stuff. Thanks again to our sponsor, Plug Technologies, PLUGG.Tech. Great way to connect talent all over Latin America with US companies. This is the Nearshort Cafe podcast. I’m Brian Sampson. Thanks for listening.